新編劍橋商務(wù)英語unit7

Module7BusinesstopicSalesBusinessskillsselling7.1SalesVocabulary:Saleterms2Reading23Describingjobs4Reading11Reading1.Workinpairs.Comparethejobsineachofthefollowingpairs.Whatarethesimilaritiesanddifferences?Saywhichyouwouldprefertodoandwhy.*doctor/vet*fighterpilot/airlinepilot*schoolteacher/universitylecturer*politician/journalist*managerofacompany/managerofacharityReference:1stpairYouneedtobehighlyqualifiedtobeadoctororavet.bothdealwithhealthbutobviouslyonedealswithpeople.Iwouldprefertoworkwithanimalsbecausetheyarelessdifficult.Languagesforqualitiesandskillsfighterpilot/airlinepilotExcellenthealth/visionExcellentheartconditionChallenging,dangerouspolitician/journalistFacethepublicandbeeloquentPublicrelationskillsComeacrossnewpeopleandnewthingsFacethesterncriticismWouldyouprefertoworkinsalesormarketing,why?Canyoulistsomedifferencesbetweenmarketingandsales?2.Readthearticleandfindoutwhymorepeoplepreferacareerinmarketingthaninsales.Completethetablebelowwithreasonsfromthetext.ReasonsforchoosingmarketingReasonsforchoosingsales-soundsbetteratdinnerparties-hasanairofglamour(whereassaleshasanunglamorousimage)-(manygraduatesbelieve)youworkoncreativePRcampaignsandgoonlotsofjollies-marketingseemsmoreattractive(thansales)-itisn’tasbadasmythssuggest-unlikemarketing,salesistangible-ithasadirectimpactonacompany’sresults-youmeetpeopleandcommunicatewithdifferentpersonalities-insalesthere’sabuzzofatarget-drivenenvironment-youcanmanagemillionsofpoundsofbusiness-makecustomershappy-it’sincrediblyrewarding標(biāo)題Notsoldonsales頭韻（修辭）對銷售工作不感興趣銷售崗位滯銷注釋Shakeoffitsunglamorousimage擺脫其乏味的形象Associationwith與…的聯(lián)系DishonestAjobinsalescannotquiteshakeoffitsunglamorousimageorassociationswithsomethingratherdishonest在銷售部門工作總是擺脫不了乏味的形象，并與無商不奸的概念僅僅相聯(lián)Retainanairofglamour顯得很風(fēng)光Jolly痛快，刺激Door-to-door挨家挨戶的Coldcalling不期而至的電話Outnumber…by..數(shù)量上超過Fallinto從事….Gamble賭博Payoff還清，獲得成功Dynamic活力的，充滿生機(jī)的buzzn.（俚語)極度興奮，微醉Commercialdirect銷售總監(jiān)Incrediblyrewarding回報(bào)率令人難以想象Pitch程度，水平Salespitch推銷口才MSF（無國界醫(yī)師組織）isa

humanitarian-aidnon-governmentalorganizationbestknownforitsprojectsinwar-tornregionsanddevelopingcountriesfacing

endemicdiseases地方病.ItsheadquartersareinGeneva,Switzerland.

InCanadaandtheUnitedStates,itisalsoknownasDoctorsWithoutBorders

isalsoused.

RackspaceManagedHosting

可控制虛擬主機(jī)公司

isanIThostingcompanybasedin

SanAntonio,Texas.ProctorandGamble:寶潔公司(P&G)isa

Fortune500American

multinationalcorporationheadquarteredindowntown

Cincinnati,

Ohio

andmanufacturesawiderangeofconsumergoods.(財(cái)富500強(qiáng)公司之一，一家生產(chǎn)個(gè)人衛(wèi)生用品的大集團(tuán)公司，總部設(shè)在美國)Proctor和Gamble為公司兩個(gè)創(chuàng)始人的姓氏，縮寫為P&G。Notsoldonsales?

對銷售工作不感興趣？Mythsofsales:

NotagoodconversationopenerUnglamorousAssociatedwithsomethingratherdishonestDoor-to-doorworkandcoldcallingNotaprofessionYettheyaremisleadingThetruthaboutsales:SalesprofessionalsoutnumberpeopleinmarketingSalesistangible,hasdirectimpactonacompany’sresultsSalesisallaboutmeetingpeopleandcommunicatingwithdifferentpersonalitiesSalescreatesabuzzofatarget-drivenenvironmentSalescanbemanagingmillionsofpoundsofbusinessandmakingsurethecustomerishappy.Salesisincrediblyrewarding.3.Readthetextagainandanswerthesequestions.1)Inthefirstparagraph,thewritersaysit’seasiertostartconversationsatdinnerparties_________.A.ifyouareinsales.B.ifyouareinmarketing.C.ifyouareafighterpilot.D.ifyoulie.2)Accordingtothewriter,thetruthisthat_______.A.marketingisabetterprofession.B.salesisactuallymoreglamorousthanmarketing.C.morepeopleareinsalesthanmarketing.D.therearemoregraduatesinmarketing.3)OnereasonRossSnowdonlikessalesmorethanmarketingisbecause___.A.it’sbetterpaid.B.youseerealresults.C.youmeetmorepeople.D.youcanworkonyourown.4)It’sdifficulttoattractgraduatesintosalesbecause_______.A.manyaren'tsuitedtoit.B.theyaren'tpassionate.C.theydon’thavetherightqualifications.D.ofafalseperception.Vocabulary:SalestermsMatchthesewords(1-7)fromthetexttotheirdefinitions(A-G).1.salespitch2.door-to-doorselling3.abuzz4.amyth5.coldcalling6.anair7.jollies(informal)A.Makinganunexpectedphonecallorvisittosellsomething.B.Excitement.C.Businesstripswithlotsoffreeentertainment.D.Knockingondoorsalldaytosell.E.Makingaspeechtoconvincepeopletobuysomething.F.Somethingpeopleincorrectlybelievetobetrue.G.Feelingorattitude.另外一些有關(guān)銷售的表達(dá)法：（1）salesquota銷售定額（2）salesfigure銷售數(shù)字（3）salesrepresentative銷售代表（4）substantialfinancialrewards切實(shí)的經(jīng)濟(jì)問題（5）helpbuyerssatisfytheirwantsandneeds幫助顧客滿足他們的需要（6）communicateknowledgefacetoface面對面地傳播知識Reading:Theworstjobintheworld?AWhichfirm?Afirmofarchitects建筑設(shè)計(jì)公司W(wǎng)hichuselessjobswasshecreating?Removingandre-gluingstampsEmailconfirmationform(strangest)Whichwasherstrangestinvention?Allemailshadtobecopiedintoaworddocument,printed,andsignedatthebottombysomeoneCommon:Wastingpaper,BBoringCallcenter電話服務(wù)中心Bookingpeopleinwiththesamethreeconversations進(jìn)行同樣的三分鐘對話，為他們預(yù)約時(shí)間repetitiveCMymotherworkedinasugarfactoryJobStandatthecorner,eighthoursaday,withapoletohelpthesixthbaground.Why?BereplacedwithapieceofplasticonthecornerLookatthestatementsbelowaboutthethreejobs.Whichjobdoeseachstatementreferto(A,BorC)?Thereismorethanoneanswerinsomequestions.1.Thesetwojobswerethesameeveryday._B_________C____2.Thejobdescriptionforthisjobdidn’tincludethis!___A___3.Thisjobprobablywasn’tinapaperlessoffice.__A_____4.Thisjobbecameunnecessary.____C___Vocabulary:DescribingjobsCompletethetablebelowwiththedifferentformsofeachwordfromthebox.repetitiveresponsibleboringfrustratingvariedchallengingwell-paidadjectivenouncomparativeformsuperlativeformrepeat/repetitionboringmostchallengingvarietymorevariedbest-paidfrustrationresponsiblemostrepetitivemorerepetitiverepetitivebore/boredommoreboringmostboringchallengingchallengemorechallengingvariedmostvariedwell-paidpay/paymentbetter-paidfrustratingmorefrustratingmostfrustratingresponsibilitymoreresponsiblemostresponsiblerepetitive重復(fù)的，responsible負(fù)責(zé)的，責(zé)任重大的boring單調(diào)的，乏味的frustrating令人沮喪的varied不同的，有變化的challenging具挑戰(zhàn)性的，困難的

well-paid報(bào)酬高的Canyouthinkoutmorewords?ExcitingPopulousGlamorousWell-respected…ApplytheadjectivestothethreecasesCaseAFrustrating,challengingCaseBRepetitive,boringCaseCRepetitive,boring,frustratingp69WhatisimportantwhenchoosingajobListening:Selling2Reading:Aproposal3Speaking4Reading:Howtosell..17.2SellingWriting:Afax5Reading:Howtosell…1.Whatarethequalitiesofasuccessfulsalesperson?Makealistofyourideas.

persuasivenessKeenobservationknowledgeabletrustworthybelievesintheproductorservicenevergivesupAbilitytomakefriendsandtogetalongwiththepeoplehasgoodcommunicationskillshasagoodunderstandingoftheproductsandrelatedinformationhardworkerworkswellunderpressure……..2.ReadtheguidetosellingbelowandchoosethebestwordA,B,CorDtofillgaps1-15.Howtosell…It’snotquitetruethatagreatsalespersoncansellanythingtoanyone.Fora(1)__________,theymightnotneeditandsalesisallaboutmeetingneeds.(2)_________,sellingisoneofthosethingsthatcanhappentoanyone,no(3)___________whattheirjobdescription,soherearethebasics.Step1

BuildtrustYouneedto(4)________trustwiththepersontowhomyouareselling.Theydon’thavetobeyourbestfriendbutessentiallypeopledon’tbuyfrompeopletheyhateordistrust.(1)A.beginningB.startC.customerD.first(2)A.HoweverB.AlthoughC.BecauseD.Whatever(3)A.muchB.moreC.wayD.matter(4)A.setupB.findC.establishD.knowStep2

Don’tmisunderstandthecustomerUnderstandtheneedsoftheotherperson.Thenit’suptothesalespersonto(5)______________thatthebenefitsoftheirgoodsorservicesmatchtherequirements.Withoutthat,youhavenosale,Step3

AskcleverquestionsAskquestionstofindoutwhatthecustomer’sproblemsandissuesare.Thenthink(6)________whattheneedsmustbe.It’softenmore(7)_______thanaskingtheobvious,‘Whatdoyouneed?’Step4

KnowyourstuffIt(8)_______withoutsaying:knowyourproductandunderstandthemarketplaceinto(9)________youareselling.(5)A.performB.compareC.presentD.demonstrate(6)A.alongB.throughC.outD.across(7)A.clearB.efficientC.effectiveD.better(8)A.goesB.movesC.doesD.makes(9)A.whatB.whichC.whomD.whereStep5

Don’toverloadpeoplewith(10)_________Youneedtoknoweveryproductspecificationbutyourcustomerdoesn't.Essentially,heorsheneedstoknowhowitwillmaketheirlife(11)__________.Iflaterontheywantthedimensions,they’llfinditonyourwebsite.Step6

SalespeoplearenotnecessarilybornTheclassic(12)_________ofasalespersonissomeonewhoisoutgoing.Butlikecustomerswhocomeinallpersonalitytypes,salespeoplecan(13)_______.Themainthingistobeabletoreflectandreacttoacustomer’spersonality.Step7

BepreparedtofailItdoesn'tmatterhowgoodyouare,youwillget(14)__________.Salesisfullofknockbacks,sodon’tgethunguponit.(15)_________ontothenextcustomer.(10)A.detailsB.offersC.discountsD.prices(11)A.goodB.betterC.wellD.best(12)A.visionB.lookC.focusD.image(13)A.changeB.varyC.listenD.buy(14)A.sentbackB.recruitedC.turneddownD.contracts(15)A.PhoneB.TryC.MoveD.ContactListening:Selling1.Listentogivesalespeopleandtheircustomers.Ineachcasethesalespersoniseitherfollowingastepfromthearticleon‘Howtosell…’orfailingtofollowit.Writethenumberofthestepnexttothesalespersonandwritewhatyouthinktheyareselling.

StepProductorservice?Salesperson1_________________________________Salesperson2_________________________________Salesperson3_________________________________Salesperson4_________________________________Salesperson5_________________________________34or51or647advertisingcarstationerypersonalorganizershomeimprovements/insulationStep1BuildtrustStep2Don’tmisunderstandthecustomerStep3AskcleverquestionsStep4KnowyourstuffStep5Don’toverloadpeoplewithdetailsStep6SalespeoplearenotnecessarilybornStep7Bepreparedtofail2.Listenagainandcompletethenotesabouteachsalesperson’sproductorservices.Demandfallsin(1)_______butJulyisbetter.Theclientmightbeinterestedinadvertisingonthe(2)______.BEAVISSUPPLIESRaywouldliketochangethe(5)_____________ontheoldletterheads.LeatherDiariesAvailableinblackand(6)_____aswellasbrown.Customerwantstoknowpriceforputtingcompany(7)_______onthefront.TheXR5isahugeimprovementonthe(3)_______model:-backseatairbagsTravels0to70in(4)______airconditioning.Pointstomentionineachcall:WarmandCosyAskquestionsaboutperson’s(8)______Suggest(9)________visitstoadviseonhome

improvements.Juneradio2007fivesecondsdesignredlogohousearepresentative3.Listenfortheexpressionsbelow.Writethenumberofthelistening(1-5)inwhichyouheareachexpression.A.Iknowit’sprovedmuchmorepopularthan…B.Whatdidyouhaveinmindexactly?C.Sois…somethingyoumightbeinterestedin?D.Iwaswonderingifyou’dmindansweringafewquestionsabout…E.Perhaps…couldbeuseful?F.IsthereanythingIcanhelpyouwithatthemoment?G.ShallIputyoudownfor…?H.It’sahugeimprovementon…431513324.MatchtheexpressionsA-Hinexercise5tothecategoriesbelow.Writeoneletteroneachline.1Establishcustomerneeds:_______________2Suggestpossiblerequirements:__________3Compare:__________4Closethesale:_____BDFCEAHGListeningscriptC=customS=SalespersonSalesperson1CWell,JuneisalwaysalittledifficultbecausedemandfallsandwehavetowaituntilJulyagainbeforethingspickup.SSoisextraadvertisingsomethingyoumightbeinterestedin?CMaybe,thoughwehavetriedthatbefore.Youknow,inlocalmagazinesandsoon.S

Perhapsradiooramailshotcouldbeuseful?CLocalradio’saninterestingidea.Ihaven’tthoughtaboutit,really.Salesperson2ThisisourlatestXR5.It’sahugeimprovementontheprevious2007modelbecausethey’veupdateditwithanumberofkeyfeaturessuchasbackseatairbags(后座安全氣囊)forthekids,halfacubicmetreextrainthebackforluggage(行李后備箱),andthebrakingsystem

(剎車系統(tǒng))isstate-of–the–art.It’lldozeroto70infivesecondsandofcoursethere’sairconditioning.Thedashboard

(儀表器)isparticularlyinterestingbecauseitwilltellyouwhenthetyresneedmoreairpressureorifit’sdueaservicecheck-up…Salesperson3CHelloSHello,Ray.It’sIvanfromBeavisSupplies.COhhi,Ivan.Howareyou?It’sbeenalongtime.SYes,I’mafraidI’vebeensickforacoupleofweeks.COh,I’msorrytohearthat.SWell,I’mOknow.Howarethingswithyou?CPrettygood.We’rebusy.SThat’sgood.SoisthereanythingIcanhelpyouwithatthemoment?CAsamatteroffact,Ineedsomeletterheadsfairlysoon.SSoshallIputyoudownforyourusualorder?CActually,Iwasthinkingwecoulddosomethingwiththedesign.SSure,whatdidyouhaveinmindexactly?Salesperson4SErm,wellyes,errthisisquitegood.Ithasadiarysectionhere,youknowfromJanuarytoFebruary.And,err,Ithinkatthebackthere’sanaddressbook...Oh,Ithoughttherewas.Maybethereusedtobe.Anyway…CIsthiscoverleather?S

Erryes?Well,yes,itfeelslikeleather.Iknowwecangettheminblackandredaswellasbrown.Iknowit’sprovedmuchmorepopularthantheoldplasticsort.CAndhowmuchdoesitcosttoputourlogoonthefront?SLogo?Sure.Right.Yes,thatwouldlookgood,wouldn’tit?Well,letmeringtheofficeandmaybetheycangiveme,Imeangiveyouapriceonthat…onemoment…Salesperson5C1Hello?SHello,isthatMr

Hawkes?C1Yes,who’sthis?SHello,Mr

Hawkes,thisisMartincallingfromWarmandCosy.Mr

Hawkes,Iwaswonderingifyou’dmindansweringafewquestionsaboutyourhomethisevening.C1Why?SWell,ithappensthatarepresentativefromWarmandCosywillbeinyourareatomorrowandhe’llbeavailabletoadviseyouanyhomeimprovementsyoumightbethinkingof…C2Hello?SHello,isthatMrsJones?C2Yes,speaking.SHello,MrsJones,thisisMartincallingfromWarmandCosyandIwaswondering…Speaking:AsalesconversationChooseanobjectintheclassroom.Workinpairsandtaketurnstosellyourobjectstoeachother.Followtheflowchartinthelastpart.1Establishcustomerneeds:_______________2Suggestpossiblerequirements:__________3Compare:__________4Closethesale:_____DFCEAHGBAsalesconversationEstablishcustomerneedsWhatdidyouhaveinmindexactly?Iwaswonderingifyouwouldmindansweringafewquestionsabout…IsthereanythingIcanhelpyouwithatthemoment?SuggestpossiblerequirementsSois…somethingyoumightbeinterestedin?Perhaps…couldbeuseful?CompareIknowitisprovedmuchmorepopularthan…Itisahugeimprovementon…ClosethesaleShallIputyoudownfor…?AleatherhandbagPenAbookReading:AproposalAsalespersonwhoworksforacompanyrentingofficespacehasfaxedtheproposalbelowtoaclient.Readitandanswerquestion1-3.1.Whataretheneedsoftheclient?2.Isthesalespersonabletomeetthoseneeds?3.Whatarethebenefitsofthesecondlocation?DearMr.RiceThankyouforyourorderbyfax.Furthertoyourrequestforofficespacefortwelvemonths.I’dliketomentionthatIcanalsoofferyoua10%discountforbookingsofaneighteen-monthperiod.YouenquiredaboutavailabilityattheVirginiaWalkCentreandofficesarestillvacant.However,pleasenotethatthereislimitedparkingandsomeofficesareondifferentfloors.Asaninterestingalternative,youmightwishtoconsideranewpremisescalledDockside(aboutonemiledowntheriversidefromVirginiaWalk).Ithasthefollowingfeatures:?afirst-flooropen-planofficespace(75m2)withwonderfulviewsoftheoldharbour.?aconvenientthree-minutewalkfromthestationandidealforcyclistswithapathalongtheriverside?suitableparkingfacilitiesforovertwentystaff.FAXPleaseconsiderthispossibilityandnotethediscountwouldstillapply.Avisittothispremisescanbearranged,althoughIwouldsuggestapromptdecisiononthissecondoption.Ilookforwardtohearingfromyouintheverynearfuture.YourssincerelyHugoJones1.Whataretheneedsoftheclient?2.Isthesalespersonabletomeetthoseneeds?3.Whatarethebenefitsofthesecondlocation?Theclientneedsofficespacefor12months.Thesalespersoncanmeetthoseneedsandalsowantstotryandsellalittlemoreinaddition.Thesecondlocationofferedhasthesebenefits:officesonthesamefloorwonderfulviewsmoreconvenientthantheotherlocationfortransportsuitableparkingfacilities可能用于提建議的表達(dá)法：Thankyouforyourorder…感謝您…的訂單Furthertoyourrequest…關(guān)于您…的要求，…I’dliketomentionthatIcanalso…我想提的是我還可以…Pleasenote…請注意…Asaninterestingalternative,youmightwishtoconsider…還有個(gè)有意思的選擇，您也許可以考慮…Ithasthefollowingfeatures…它有下列特點(diǎn)…Pleaseconsiderthispossibilityandnote…請考慮這種可能性并注意…Iwouldsuggestapromptdecision…我想建議您盡快做決定…Ilookforwardtohearingfromyou…盼早日恢復(fù)。Writing:AfaxSpacesaver,acompanywhichrentswarehousespacetobusinesses,hasbeensentthisfax.Lookatthefaxandtheotherinformationbelowandanswerthefollowingquestions.To:SpacesaverFrom:RandyBurrSubject:RentingwarehousespaceFurthertoourdiscussionlastweekinwhichIoutlinedourneedforwarehousingoverthenexteighteenmonths,IwouldliketoenquireifthewarehousespaceisstillavailableattheW1site.Wewouldhavethefollowingrequirements:warehouseof100m224-houraccessmusthavesecurityadequateparkingfortwentyandeasyaccessBROWN&BURRoffer10%discountfortwo-yearbookingThreelotscurrentlyavailable:75m250m250m2WarehousingW1CircularNew

warehousingspaceNOWOPEN.Allspaceavailablefrom25m2to100m2.TwothirdsthepriceofW1Basedincitycentre.Couldoffertwospacesat50m2butmoreexpensive.PooraccessandparkingforfiveatmostOutsideofcitycentre.30-minutedrivefromBrownandBurrJustoffmotorway.Easyaccessforlorriesandadequateparking.Brandnewfacility.CCTVandsecurityfirmcheckonceanight.WhatareMr.Burr’sneedsandrequirements?HowmuchSpacesavermeetthoseneeds?Whichrequirementcan’tbemet?WhatbenefitsofCircularStorageshouldSpacesavermentioninitsreply?Mr.Burrneedswarehousingfor18months.Heneeds100squaremetresinspace,securityandparkingforatleasttwentypeople,aswellasgoodaccess.SpacesavercanmeetthoseneedsifMr.Burrtakestwospacesof50squaremetres(althoughthisisexpensive).However,parkingandaccessarepoor.SpacesaverismorepositiveaboutthewarehouseatCircularStoragebecausethereis100squaremetres’space.It’salsocheaperandhasgoodaccessandparkingaswellassecurity.Theonlydrawbackisthatthewarehouseisn’tascentralsotheproposaltoMr.Burrwillhavetoconvincehimthatthebenefitsoutweighthisproblem.DearMr.Burr,FurthertoyourenquiryaboutthewarehousingattheW1site,Iamdelightedtosaythisspaceisstillavailable.However,withregardtoyouradditionalrequirementspleasenotethatyouwouldhavetorenttwoseparatespacesof50squaremetersandthewarehousehaslimitedparkingforfivecarsonlyandlimitedaccess.Asanalternative,youmightwishtoconsideranewstorageoptioncalledCircularStoragethathasrecentlybecomeavailabletoSpacesaver.WhileitisalittlefurtherfromthecenterofthecitythanW1,ithasthefollowingfeatures:easyaccessforlorriesandadequateparkingfortwentysecuritywithCCTVspaceavailabilityof100squaremetres(andmoreifrequired)Pleasealsonotethatitwouldbetwo-thirdsthepriceofW1,andthe10%didcountfortwo-yearbookingwouldstillapply.Avisittothesepremisescanbearranged,althoughIwouldliketosuggestapromptdecisiononthissecondoption.Ilookforwardtohearingyouintheverynearfuture.YourssincerelyAdditionalexercises:ReadingTest:Inthispart,youwilllookatPartOneoftheReadingTest.Therearefourshorttextsonarelatedthemeorasingletextdividedintofoursections.EachtextorsectioniscalledA,B,CorD.Therearesevenstatementswhichrelatetothetexts.Youneedtomatcheachstatementtoatext.1.Lookatethefourtextsonthefollowingpage.Whatisthe‘relatedtheme’ofthesetexts?2.NowreadthesevenstatementsandmatcheachtoA,B,CorD.1)Thereisadeadlineforanyoneinterestedinthispost._____2)Thisposthasrecentlybeenestablished.______3)Inthisjobyoucanformallylearnmoreinadditiontoyourexistingskill.____4)Youwillneedtomanagepeopleunderyou._____5)Yourjobdescriptionrequiresyoutobegoodatconvincingpeople._____6)Youmusthaveadegreetoapplyforthisjob._____7)Inthisjobyoumustbewillingtotravelandspendtimeabroad.______ConferenceOrganiser

￡38,000Anewlybuiltconferencecentreattachedtoawell-establishedhoteloffersanexcitingopportunityforanyonewithexperienceintheorganisationandday-to-dayrunningofco